Sales Closing Techniques 5 — Questions and Answers
Question 1: In the 'Impending Event Close,' a salesperson references an external event to create urgency. Which example is most ethical?
- 'My manager is watching my numbers this week so I need a decision today'
- 'Prices are going up next quarter due to a supplier cost increase — locking in now protects your budget' (Correct answer)
- 'Another buyer is looking at this exact package right now'
- 'This deal expires at midnight — it's a system thing, I can't control it'
Correct answer: 'Prices are going up next quarter due to a supplier cost increase — locking in now protects your budget'
Citing a real, verifiable external event like a price increase creates legitimate urgency without manipulating or deceiving the prospect.
Question 2: Why is silence a powerful tool immediately after delivering a close?
- It signals the salesperson has no more information to share
- It creates pressure on the prospect to fill the void and respond, often revealing their true position (Correct answer)
- It gives the salesperson time to calculate a discount
- It makes the prospect feel the salesperson is busy and in demand
Correct answer: It creates pressure on the prospect to fill the void and respond, often revealing their true position
After asking a closing question, staying silent prevents the salesperson from talking past the close and forces the prospect to engage with the decision.
Question 3: A salesperson presents three packages — Basic, Standard, and Premium — intentionally designing the middle option to be the most attractive. This is an application of:
- The Alternative Choice Close
- Anchoring Bias
- The Decoy Effect (Compromise Effect) (Correct answer)
- The Summary Close
Correct answer: The Decoy Effect (Compromise Effect)
The Decoy (or Compromise) Effect leads buyers to choose the middle option when it is positioned as the best value relative to the extremes.
Question 4: Which behavior signals that a prospect is ready to close, even if they haven't verbally said so?
- They ask for a longer contract term
- They start asking specific implementation questions like 'How long does onboarding take?' (Correct answer)
- They request a competitor comparison sheet
- They ask to reschedule the follow-up meeting
Correct answer: They start asking specific implementation questions like 'How long does onboarding take?'
Future-oriented, operational questions indicate the prospect has mentally accepted the product and is planning for ownership — a strong buying signal.
Question 5: The 'Takeaway Close' involves:
- Removing a feature from the offer to lower the price
- Suggesting the product may not be right for the prospect to trigger their desire to have it (Correct answer)
- Offering a take-home brochure instead of closing on the spot
- Canceling the meeting to reset the sales cycle
Correct answer: Suggesting the product may not be right for the prospect to trigger their desire to have it
By indicating doubt that the prospect qualifies or that the product is the right fit, the Takeaway Close activates reactance — the prospect's desire to prove they can and should have it.
Question 6: After a successful close, the most important immediate action a salesperson should take is:
- Ask for referrals before the prospect can change their mind
- Confirm the next steps in writing and begin the handoff to fulfillment or onboarding (Correct answer)
- Celebrate with colleagues before sending the contract
- Move immediately to upselling a higher-tier product
Correct answer: Confirm the next steps in writing and begin the handoff to fulfillment or onboarding
Confirming next steps in writing reduces buyer's remorse, sets clear expectations, and ensures a smooth transition that protects the deal.
Question 7: Which of the following best describes 'closing on the objection'?
- Ignoring the objection and repeating the pitch
- Resolving an objection and immediately using it as the reason to ask for the sale (Correct answer)
- Filing the objection in the CRM for future reference
- Escalating the objection to a product manager
Correct answer: Resolving an objection and immediately using it as the reason to ask for the sale
Once an objection is resolved (e.g., 'Great, so now that the pricing works for your budget, shall we move forward?'), it becomes the closing bridge rather than a barrier.
Sales Closing Techniques 5
In the 'Impending Event Close,' a salesperson references an external event to create urgency.
Which example is most ethical?